VP Sales Insurance

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Company : $1B NYSE listed SI
Compensation : Open
Type : Full Time
Location : Open

Roles & responsibilities : VP Sales

• Primarily responsible for ensuring that we maintain an outstanding and evolving relationship with its key customers in the industry vertical by constantly driving for deeper cross-sell/up-sell across the entire range of our capabilities.
• Directly manage 2 accounts in the $20M range driving significant multiple service line potential.
• Responsibility of leading account management for key insurance accounts
• Coaching/mentoring US-based account Directors.

Key responsibilities

• Take a 3-5 year view and draw key account plans for current accounts; define, take responsibility and ensure achievement for quarterly targets (including collections)in the accounts; Guide team of account managers & overlay sales managers to execute account plans and monitor performance
• Intensify relationship with key customer decision makers dealing with outsourcing of IT services
• For one’s accounts:
  • identify customer needs that are not currently being addressed by us
  • Arrange meetings that involve industry or horizontal specialists (principal solution architects) in order to demonstrate to customer that we have credible expertise in other areas than one currently being provided
  • Close and capture sales opportunities – help prepare and present proposals, negotiate deals and set terms & conditions and final prices
• Direct BDOs/onsite project managers at the account to identify opportunities and help orchestrate/close sale; also leverage onsite delivery resources to stay abreast of service delivery progress and issues; ensure customer satisfaction by debottlenecking issues as required
• In addition, also charged with developing 3-5 key customers every year with high ‘arrival revenues’ and has to drive the sales process (i.e. lead qualification, proposal preparation, deal negotiation, setting of terms & conditions and final prices) with the help of NISG / overlay sales force
• Coach and mentor account managers / overlay sales managers

Background/ Critical skills

• 10-15 years experience of selling IT services (ideally off shoring) of which last 3-4 in the Insurance industry
• Strong consultative sales skills (ability to engage with customers on business/IT issues and help shape their agenda, develop and maintain the right level of CXO relationships, drive the account planning process and leverage the right specialists)
• Deep knowledge of off-shoring (understands typical issues and pain points, has very good knowledge of our capabilities)
• Vertical familiarity (understands key trends and pain points in industry, is able to link them to IT needs, has strong conceptual understanding of key IT applications / technology and their application in the industry)
• Ability to lead teams of sales and account managers (drives sales excellence through effective territory management and account planning processes, sales forecasting and pipeline management, target setting and review processes, coordination with other functions/NISGs and an effective knowledge of competitor activity)
• Leadership, communication, interpersonal skills coupled with strong market/consumer driven orientation.

Organizational relationships

• Reporting to the SVP Sales for the Insurance vertical
• External relationship with key customers at CEO/CXO level
• Multiple internal relationships with onsite and offshore delivery heads, vertical / overlay sales force, principal solutions architects and onsite project managers.

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.